Commercial Leadership
- Drive business growth by implementing strategic plans that foster long-term client relationships and revenue expansion.
- Develop and execute strategies to achieve 20%+ (or as agreed) revenue growth within the client portfolio.
Pipeline and Strategy Management
- Actively manage and develop a pipeline within accounts, aligned to a go-to-market strategy in collaboration with a Business Development Manager (BDM).
- Leverage business acumen to identify and capitalize on untapped growth opportunities within clients.
Client Engagement
- Dedicate over 50% of time to cultivating new business and relationships within clients, actively participating in promotional activities.
- Proactively leverage professional networks to generate new opportunities with existing clients.
- Build personal brand and relationships with senior stakeholders (C-level across business, tech, sales, marketing) within the client portfolio.
- Spend significant time face-to-face with clients, ensuring strong engagement and understanding of their needs.
Financial Management
- Accountable for revenue and profit forecasts and delivery.
- Delegate delivery responsibilities to relevant Delivery Managers (DMs) while maintaining oversight.
- For mature accounts, iteratively explore replacement pipelines to mitigate ramp-downs.
- Ensure accurate financial forecasts, projections, and adjustments.
- Manage and mitigate risks effectively, including succession planning.
- Own P&L and meet agreed financial targets (budgets, order book, revenue, margin, and other metrics).
Strategic Planning and Execution
- Ensure robust account growth planning (leveraging Client Growth Model / CGM) aligned with client business needs, including strategies for significant renewals.
- Drive continuous improvement and innovation in solutions, commercials, and positioning within the portfolio.
- Focus on building industry expertise and credentials to enhance client engagement and service delivery.
Operational Excellence
- Ensure compliance with governance, business rules, and regulatory standards.
- Embed critical initiatives and processes within the client portfolio to achieve strategic objectives.
- Foster a culture of high performance and continuous improvement within the team.
